Good Morning. Indeed just released its list of the least stressful tech companies to work at, and Intuit took the top spot. Who would’ve thought the makers of QuickBooks would have been the chillest place to work at? Apparently, stress-free jobs still exist… just not in sales. Now let’s get into today’s Follow Up. (:
Give an easy out ❌
Using fear of regret to sell 🔍
Replacing 👀
Sales jobs & a meme 😂
Sales Tip of The Day 💡
When you sense a buyer is avoiding commitment, give them an easy out.
❌ “Just checking if you’re still interested?”
✅ “Totally fine if this isn’t a fit anymore. Should I close the loop on my end, or keep the door open for later?”
This disarms the buyer and often prompts honesty.
And if they’re still interested, it creates a micro-commitment on next steps.
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The One Thing You Need Your Prospect to Feel on a Call
Humans are wired backward when it comes to decision making.
We'll work way harder to avoid losing $100 than we will to gain $100.
It's called loss aversion, and it's the reason some people will drive an extra 10 minutes to save 2 cents on a gallon of gas.
In sales, this means prospects will move faster to avoid pain than to chase pleasure.
Fear of regret creates urgency that no amount of "exciting opportunities" can match.
And that’s why you want your prospect to feel this.
So today, I'm breaking down how to use fear of regret to close deals without destroying your reputation in the process.
How to Trigger Fear of Regret without Manipulation
Here's the thing… there's a razor-thin line between triggering this emotion ethically and using it in a manipulative way..
The difference between influence and manipulation comes down to one thing: are you helping them see a real problem, or are you creating a fake one?
Ethical fear of regret means helping prospects understand that your product genuinely solves problems that won't get solved without it. That's loss aversion. Not manipulation.
Here’s four ways to do this without becoming the person everyone avoids at networking events:
Explain the missed opportunity: When clients understand that “teams that delayed last quarter are playing catch-up this quarter,” they won’t want to follow in those same footsteps.
Discuss time decay: Here, you’ll help your client see how time works against them. For every week they wait, their competitors that are already making moves are moving ahead of them.
Get appropriately emotional: If you know your solution works, be direct about it. "You won't get blamed for choosing a solution that delivers results, but you might get blamed for choosing one that doesn't... or for choosing nothing at all."
Show the gap they're about to fall into. Paint a vivid before-and-after picture. Show them where they are now, where they could be with your solution, then discuss the growing gap between the two.
The 5-Step Fear of Regret Call Structure
Here’s exactly how to structure a sales call that helps a prospect feel the cost of inaction — and act before regret sets in.
1. Warm Them Up
Start calm and curious. Ask about what’s top of mind, what’s changing, or what’s driving pressure. In this step, you’re collecting emotional context.
“What’s been your main focus this quarter?”
This builds trust before introducing tension.
2. Define the Stakes
Help them articulate what success looks like and the thing they don’t want to lose.
“If this quarter went perfectly, what would it look like?”
Once they say it, label it:
“So that [goal] really drives everything else, right?”
Now they’ve put their flag in the ground, and that’s what’s at risk.
3. Contrast the Consequences
Here’s where regret is born. Use reflective questions to make them picture the cost of standing still.
“What happens if nothing changes?”
Stay quiet after you ask… silence is the amplifier.
4. Paint the Better Future
Now pivot from fear to relief.
Show them what life looks like after change.
“That’s exactly what [similar company] changed — and they saw [specific improvement].”
You’re giving them an image of the future they want.
5. Close the Loop
End by tying action to avoiding future regret.
“If you could see a path to [goal] before [milestone], would it make sense to dig in next week?”
Make it clear this isn’t about fixing something today, but rather not kicking themselves tomorrow.
What’s the best way to make a prospect feel the fear of regret, without being pushy?
